Job Description

Americas Sales Director

Region: APAC

Division: Sales

Reporting to: SVP Sales

Position: APAC Sales Director

Required Starting Date: Immediate

Contract: Full-time

The primary role of this position is to ensure profitable revenue growth for our client’s Embedded Security Business Group by planning and carrying out sales activities in the APAC region. The objective is to sell our client’s Deep Packet Inspection (DPI)-based products and services to accounts based in the AMR region: Network Equipment Manufacturers, Solution Vendors, and System Integrators. Pre-Sales Engineering resources will support the Sales Director.

Main Responsibilities

• Develop strategic territory plans, sales goals, and sales strategies,

• Plan and execute account activities: select accounts or partnerships, map buyer influence, overcome objections, deliver sales presentations.

• Manage the full sales process with the support of Pre-Sales Engineering resources: Identify needs, qualification, product evaluation / POC, pricing & OEM contract negotiation.

• Identify and develop relevant business partnerships, close sales and secure orders

• Demonstrate products and services to potential customers at trade shows and/or on-site.

• Sales reporting and forecasting of account revenues for the region.

• Maintain awareness of market conditions and competitors’ products and pricing.

• Develop executive-level relationships with key accounts

Key Objectives

• Achieve or exceed agreed annual sales objectives

• Achieve or exceed agreed quarterly qualitative/quantitative objectives
  
  

Education, Training and Experience

• Bachelor’s degree or equivalent (minimum) with at least 10 years’ experience in related fields (sales, pre-sales)

• Proven track record in indirect / OEM sales and / or business development in an international environment (preferably in the Americas region)

• Practical experience in selling highly technical products and solutions

• Strong technical background in networking and/or cybersecurity (technologies, ecosystem, etc.)

• Knowledge of the telecommunication and/or cybersecurity industries (Service Providers, Network Equipment Manufacturers, Specialized Vendors, System Integrators, etc.)

Skills & Competencies

• Results-oriented (closer)

• Self-starter: proactive, hands-on, motivated, positive

• Strong interpersonal skills: team player, ability to work with various company functions (within Enea and customer organizations).

• Flexible: able to work in a small and rapidly evolving organization

• Ability to provide high-quality sales reporting

• Ability to ensure customer satisfaction

• Strong understanding of APAC regional culture

• Languages: fluent English

• Other languages are a plus

• Must be willing to travel

About our client and the Embedded Security Business Group

Our client’s DPI-based technology identifies data travelling over networks in real time, providing a true picture of the traffic by identifying protocols, types of applications, and extracting additional information in the form of metadata.

Their DPI engine recognises over 4500 protocols and can extract over 5900 metadata, more than any other on the market. Equipment makers, telco and enterprise software vendors use the technology to gain application visibility, build security indicators, accelerate time to market and benefit from continuous signature updates.

The DPI software is also redefining Performance and Time-to-Market for Intrusion Detection Systems (IDS) via its Threat Detection SDK, which helps cybersecurity software developers jump-start IDS development and boost the threat detection performance of their solutions. The TD SDK embeds core functionalities from the industry’s best-in-breed IDS, Suricata, in a software development kit (SDK) that integrates tightly with the DPI engine.

Please note that the salary package is flexible depending on the value the successful candidate brings.